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Articles
- Public Bids as a Closing Procedure
Why would the federal government select a public bid as the closing procedure of choice given the horrendous lead time and cost involved? Federal contracting officers do their very best to avoid them... - Selling IT: Agency Focus
In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside... - Government Subcontracting Opportunity Sources
Finding subcontracting opportunities is a difficult process for companies without existing prime contractor relationships... - Government Contract Vehicles
A "contract vehicle" is a broad term meaning different things to different people. We define the term in its broadest sense -it is a method under which a company may pursue and close a sale... - Teaming for Large Government Contracts
Government contracts are getting bigger. Requirements that were once performed under, say, six to ten contracts might now be performed under only one... - Women-Owned Business Contracting
Congress has established a 5-percent government-wide goal for awards to women-owned small businesses (WOSBs). Yet year after year, federal agencies fail to meet this goal. In fact, in 2001, the government awarded just 2... - Selling in the Federal Marketplace
Up until the actual close of a sale, selling in the federal market is essentially the same as selling in the commercial market... - More on Selecting the Best IDIQ
With thousand of IDIQs out there, developing a sales strategy can be a tangled mess. However, it may not be as challenging as you might have originally thought...
